How Have Real Estate Sales Changed?

by Admin on April 29, 2010

I will start out with a quote that I support 100%. It is from Steve Grubba, a sales manager at a Four Seasons development in Costa Rica: "The buyer is different. There are no longer buyers with speculative interest keeping demand high. Buyers can no longer be rushed, squeezed or coerced in any way. Your sales team must be extremely service oriented to sell in this market. You must treat the customer extremely well and spend quite a bit of time with them, or they will simply go elsewhere. There are wonderful opportunities in every corner of the world. I consider myself fortunate to have that customer in front of me and will not risk playing games with them." What does this mean for my company and the industry as a whole? If you don't focus on the clients' needs, you will be left behind by competitors who will. This is why my company and I refuse to subject our clients to the "hard close." We are not a fly-by-night company. We have longevity because we take care of our clients, who in return, will be a future referral source. The days of viewing the client as a number are over. Many of our competitors in the UK and Northern Europe have gone out of business as a result of sacrificing long term stability for short term gains.

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